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expediters working for car dealers


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NismaX 
Copper - Posts: 104
Copper spacespace
Joined: October 15, 2002
Location: United States
Posted: February 12, 2008 at 7:50 AM / IP Logged  
I have been doing this type of business for the past 12 years and I'm seeing a trickle off of business from the dealers. Sure, probably because it's slow selling cars now or probably because cars are coming with more and more stuff. But I'm sensing another thing from them. Salesmen seem to want cash from me for referrals. Now I suppose that wouldn't be the worst thing in the world providing I'm not taking a $50 cut on eveything I do. Keeping track of all these "incentives" isn't going to be easy especially since I run a one man show. I sometimes put in way more hours than I ever get paid for doing research on some of these new cars. But, having to do that much more accounting? I have always told these guys that they can charge what they feel they need to since my costs to them are usually fixed and they have a quote from me on the price of other work.
Have you noticed similar things and how are you handling it?   Every dealership is different on how the salesmen get paid for the extras they get on the car.
I figure if I have to keep paying out $20 here and $50 there I'm just going to go broke and might as well take a minimum wage job. Insurance, gas, and electricity are expensive and not getting cheaper.
Thanks for the input!
Jon
swerks 
Copper - Posts: 224
Copper spacespace
Joined: January 12, 2003
Location: Canada
Posted: February 12, 2008 at 8:53 AM / IP Logged  
I too do dealer work exclusivley, i havent noticed the dip in buisiness, but i also spiff salespeople i build the spiffs in to the price of the job and i find it good for buisness, yes all of the accounting is a pain in the ass but i find it worth it
Steve Sverdahl
Swerksound Auto Electric
Red Deer Alberta
KarTuneMan 
Platinum - Posts: 7,056
Platinum spaceThis member has made a donation to the12volt.com. Click here for more info.spaceThis member consistently provides reliable informationspace
Joined: December 14, 2004
Location: Isle Of Man
Posted: February 12, 2008 at 8:53 AM / IP Logged  

I am in the same positon as you, and have been for as long. My dealers and I have GREAT relationships. Coffee, dognuts etc. (doughnuts) an occasional quick easy job for nothing.

If you have salesmen EXPECTING the spiffs...... shiesters. Thats wrong. they are getting you to line their pockets because business is real slow.  I would chat with the sales manager, or the

F&I guy to see about getting some additional help other than the salesman. I don't do but just a tiny bit of new car business. It's mostley the used sections of the big lots.

I printed up a "price list" that the salesman can share with the customers. Most of the salesman will truley try and make their customer happy. Not to give them a radio or keyless, but

to be able to offer the product, or service at "their" price.

I offer quantity discounts..... and they don't get that advantage very often.

Chris Luongo 
Platinum - Posts: 3,746
Platinum spaceThis member consistently provides reliable informationspace
Joined: May 21, 2002
Location: Massachusetts, United States
Posted: February 12, 2008 at 9:58 AM / IP Logged  
I'm an installer and not a boss/manager, but.....
--Maybe if you set up some sort of spiff incentive based on volume, that could be more effective for the both of you.
--What people like to refer to as "spiffs" can be seen more as "bribes" by the owner of the car dealership..........as in, $50 in the salesman's pocket, $50 tacked onto the invoice the car dealer pays === the salesmen got $50 out of his boss............ the owner of the dealer might be none too pleased, so be careful.
--I don't really know how to go about dealing with this either, but that's what little I have to offer.
NismaX 
Copper - Posts: 104
Copper spacespace
Joined: October 15, 2002
Location: United States
Posted: February 13, 2008 at 3:25 PM / IP Logged  
Ok,
Swerk what kind of payment do you give them. Is it based on the volume they sell or the individual piece? The other side of that is the 1099 form that I'll have to send to them at the end of the year as added income. Which means I need names, addresses, and SS #'s. This just sounds like more stuff I have to do instead of working at my trade.
What some of these dealers fail to remember or notice is that I'm always there in case of a problem. Some of these things aren't even my work but, I put forth good faith and check things out.
I think I should also put out a list of services again. It's been a while since I have done that. When I first started these lists were either tossed out (found several in the trash) or in one case the owner was mad that this list could be seen by the customer (so I asked why they left it available). Anyway it will list my services to any new people that have just started. We'll see where that lands us.
ibasspro 
Copper - Posts: 95
Copper spacespace
Joined: October 10, 2007
Location: California, United States
Posted: February 13, 2008 at 4:01 PM / IP Logged  

I used to do dealer work, & what I had to do was show how the aftermarket stuff was cheaper for the dealer, than dealer add ons, OR show I could do it quicker, OR how it would benifit them from having to stock dealer options (for less overhead).

I used Rosen a lot, so I would give brochures so customer & salesfolk could look at what they would be getting. then the salesfolk would write it up, & MY services would just be a different dealer option. Customer most of the time didn't even know I was doing it, unless I had to scedule it in after the customer took the car off the lot.

In my case it worked better to deal with managers than salesfolk, with a manager I could find out how worked best for THEM, & give it to them. pretty much they got a list of just a few sku#'s, & when it went on the sale, I would get a call.

Also, what I would do was offer every vehicle on the lot deals for used cars. worked best with video. This was nice, because I could scedule in 40 overheads all at 1 time, & then it was better for the customer becuase it was already in the vehicle at time of purchase. & better for the dealer becuase price went down (not labor).

Gods honest truth, I did very little RS/alarms for dealers. all they would really want was keyless that would honk the factory horn, & flash the lights.

used to be loud, used to be fast...now I am married LOL
Chris Luongo 
Platinum - Posts: 3,746
Platinum spaceThis member consistently provides reliable informationspace
Joined: May 21, 2002
Location: Massachusetts, United States
Posted: February 13, 2008 at 4:12 PM / IP Logged  
NismaX,
You might want to offer the dealer a nice "accessory book" with the services you offer, but with LIST prices. The dealer can then show this to the customer.
You might attach a part number or SKU to each accessory description, and inside the SKU, hide the number for either the dealer's cost, or the dealer's markup, or something like that.

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